VP of Sales

About the Role

Roo Veterinary is building the modern labor marketplace and operating system for veterinary care. We help hospitals reliably staff shifts and access great veterinary professionals, so care happens when it’s needed, without burning out teams.

We’re hiring a VP of Sales to lead our efforts at building a high-performing sales organization and enhancing the sales culture of the company. Reporting directly to the CEO and serving as a key member of the management team, you’ll be accountable for growth on both sides of the marketplace, activating new hospitals and new providers (veterinarians and technicians) and growing volume through deepening provider engagement with Account Management programs

Key Responsibilities

• Own the integrated revenue strategy tied to company goals and unit economics.
• Design the coverage/territory/segment model across the revenue org (roles, handoffs, specialization, capacity).
• Allocate headcount and budget by ROI and constraints, maintaining a healthy cost of sales as you grow. Rebalance quickly when necessary.
• Build the operating cadence that makes forecast accuracy and quota attainment the default.
• Scale repeatable GTM playbooks across segments while preserving segment nuance.
• Build an enablement engine (messaging, objection handling, discovery, onboarding, ongoing coaching).
• Implement QA loops (call scoring, pipeline hygiene, deal reviews) with a clear iteration rhythm.
• Build a high-bar leadership bench and org design that scales (spans/layers/specialization).
• Set hiring rubrics and enforce the bar; build a coaching culture and accountability.
• Set performance standards and upgrade talent decisively—without destroying morale (consistent calibration, early underperformance plans, fast hard calls, keep top talent energized and growing).
• Own org-level capacity planning that maximizes ROI; drive org-wide clarity on definitions and leading indicators.
• Own the GTM systems architecture (CRM + tooling) with disciplined build-vs-buy judgment.
• Drive thoughtful automation that removes toil, enforces standards, and comes with real adoption plans.
• Align Product, Marketing, Finance, and Data around top revenue bets; secure resourcing for priorities and resolve tradeoffs quickly. Ensure opportunities are framed in a shared metrics backbone across functions—principled, not political.
• Lead major org/process/comp transformations while maintaining performance—protect the quarter while upgrading the machine.

What You Bring

• Proven Sales Leadership: Marketplace sales experience (or B2B SMB & Mid-market - services with a quota-carrying motion.
• Executive Presence + Clarity: crisp communicator with board-ready narrative discipline; high-integrity, no-spin, credible variance explanations.
• Genius-Maker: known for developing strong team - hiring great talent, upgrading fairly and quickly, and building a coaching culture that lifts performance.
• Rigor: track record of building accurate forecasting, measured motions, clean pipelines and a systematic approach.
• Data + Unit Economics Orientation: comfortable tying decisions to metrics without losing the plot on growth.
• Cross-functional Leadership: strong partner to Product/Marketing/Finance/Data; you can resolve tradeoffs, earn trust, and drive alignment around shared metrics.

While we are a remote first company, if you are based in San Francisco this will be a hybrid role.

Please see below for compensation ranges based on our geographical tiering system recommended by external benchmark data (with example cities listed).

Note: We’ve recently been made aware of a job scam where scammers are posing as Roo employees and conducting fake text interviews. Please note that any communication from @lifeatroo.com is not legitimate. All official Roo communication will always come from @roo.vet.